Exam SB 1 Flashcards
Dual-process dependency model
Model of social influence in which 2 separate processes operate: 1. Dependency on others for social approval 2. Information about reality -> responsible for social influence phenomena
Agentic state
(Obendence to authority); Milgrams characterisation of unquestioning obedience
Frame of references
(Influences of norms - Conformity); people use behaviour of others to form the range of possible behaviour
Majority group pressure -> conformity
Sherif’s auto kinetic study
Asch’s experiment
Experiment Fahrstuhl: group pressure
Experiment with sample lines
Informational influences
Normative influences
Referent informational influences
Informational influences
Normative influences
Referent informational influences
“Hollander’s study Theory of idiosyncrasy Credits”
“(Minority Influencer) to veto. Effectively, you must first earn the right by paying conformity dues called idiosyncrasy (Eigenart) credits. Hight status individuals have more idiosyncrasy credits than low status”
Three component model
“Consists of affective (Emotions), behavioural (intention to act) and cognitive (thoughts) components that stress though, feeling and action as basic to human experience”
Cognitive Consistencey theory
people try to maintain (aufrechterhalten) internal consistency, order and agreement among various cognitions
Balance theory (Heider)
(P mag X, ich (O) mag P, also mag ich auch X) people prefer attitudes that are consistent with each other. balanced: relationship are consistent”
Sociocognitive model
“Highlighting an evaluate (bewertenden) component. Knowledge of an object is represented in memory along with a summary of how to appraise (bewerten) it object: shark attribute: „a person’s evaluation of an object of thought“ represented in memory by … 1. Object label, rules for applying that label Label: really big fish with sharp teeth Rule: lives in sea, eats fish and sometimes people 2. Evaluate summary of object Evaluated summary: is scary and best avoided while swimming 3. A knowledge structure supporting that evaluation Knowledge structure: is a scientifically well documented threat to our physical well-being “
Information Integration Theory
(Information processing for Decision-making) a person’s attitude can be estimated (geschätzt) by averaging across positive and negative ratings of the object
cognitive Algebra
People combine attributes into an overall positive or negative impression
Specific Attitudes
“(can attitudes predict behaviour? no, but …)
Behaviour is better predicted by measuring attitudes that are very specific to the behaviour (attitudes towards psychology exam)”
General Attitudes
Can sometimes predict behaviour, if we adopt a multi-act criterion. Specific single behaviour -> general attitude. E.g. „environmentally conscious“
“Motivation to protect towards a threat/wish to avoid negative outcome
Theory of reasoned action
Theory of planned behaviour
Protection Motivation Theory”
Tries to find relationship between attitudes and behaviour; is the personal attitude like the group norm, it is more likely to predict actual behaviour
Prediction of a behaviour because an attitude, improves if people believe they have control over that behaviour
Adopting a healthy behaviour needs cognitive balancing between the perceived threat of illness and one’s capacy to cope with the health regimen (fear and ability to control)
“Forming attitudes
Mere-exposure effect
spreading attitude effect
Self-perception theory”
Repeated exposure (Exposition) to an object -> results in greater attraction to that object
If you don’t like Person X and Person X likes Person Y, you mostly don’t like Person Y as well …
We gain knowledge of ourselves by making self-attributions; we infer (erschließen) our attitudes from our own behaviour
Persuasive communication Contemporary communications theory
Third person effect
Protection motivation theory
Terror management theory
Communicator (who?), communication, audience
Most people think that they are less influenced than others by advertisements
Fear work better if include effective presentation of how to cope with danger
Most fundamental human motivation is to reduce the terror of death. If fear is so extreme that it makes us aware of our own dead
Elaboration-likelihood model
Attend to message carefully: central route; otherwise peripheral route
Heuristic-systematic model
attend to message carefully: systematic processing; otherwise heuristics, mental shortcuts
Reciprocity principle
Gain compliance by first doing someone a favour
Multiple request
Tactics for gaining compliance using a two-step procedure. First request functions as a set-up for the secound, real request
Foot-in-the-door tactic
Foot-in-the-door tactic
Door in the face tactic
Door in the face tactic
Low ball tactic
Person agrees to a request still feels committed after finding that there are hidden costs
